NUSPARK | SATURDAY, SEPTEMBER 10, 2011
[Sales] Sales Best Practices include Marketing-Sales Alignment
I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study. Improving productivity among its sales teams. Productivity per sales person. Enabling a High Performance Sales Force.
NUSPARK | SATURDAY, SEPTEMBER 10, 2011
[Sales] Sales Best Practices include Marketing-Sales Alignment
I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study. Improving productivity among its sales teams. Productivity per sales person. Enabling a High Performance Sales Force.
FEARLESS COMPETITOR | MONDAY, JULY 11, 2011
[Sales] Good news/bad news in BtoB sales
Jim’s point – Doing what we did in the past will not improve sales performance. He presented “How to Build an Awesome Personal Brand at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio. According to CSO Insights. the following statistics were just released.
SALES INTELLIGENCE VIEW | MONDAY, MARCH 26, 2012
[Sales] Do You Treat Your Sales Teams Like The Hunger Games?
The Hunger Games in Sales. The mentality of hiring a bunch of sales people and leaving it to them to sink or swim is barbaric. There are career sales people (Tributes) that have been trained for years that you will have to go up against and to compete, you need training. Being the Tribute Winner in Sales. Sales 2.0
VIEWPOINT | THURSDAY, AUGUST 29, 2013
[Sales] Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts
Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. Via Score More Sales. Via Radius.
INDUSTRIAL MARKETING TODAY | MONDAY, SEPTEMBER 15, 2014
[Sales] How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies
This is understandable since the sales pipeline needs to be full and active at [.] The post How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies by Achinta Mitra appeared first on Industrial Marketing Today. I have yet to come across a manufacturer, a distributor or an engineering firm that didn’t ask for more leads.
SALES CHALLENGER | MONDAY, AUGUST 19, 2013
[Sales] 3 Trends in Sales Onboarding
Onboarding processes that are labor-intensive and out-of-date can hurt your sales force by increasing turnover and draining company resources. That said, delivering onboarding that is scalable, cost-effective, and relevant for your sales force is an ever-changing challenge. Also, visit the Onboarding Topic Center.
YOUR SALES MANAGEMENT GURU | MONDAY, AUGUST 26, 2013
[Sales] Building a Sales Pipeline
Tactical Sales 20/20 Marketing Plan. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Check out his latest book: “creating High Performance Sales Compensation Plans”. Sales Management Systems Build Your Pipeline for the 4 th Quarter.
CMO ESSENTIALS | THURSDAY, DECEMBER 11, 2014
[Sales] 21+ B2B Marketing & Sales Pros Empowered by Emotion
As this is the time when marketers often make predictions for the coming year, I think it’s a safe bet to say that in 2015 and beyond, emotion, empathy, and building meaningful connections will be significant competitive advantages for B2B marketing and sales professionals. Why 21+ though? You can follow Jill on Twitter via: @Jill_Rowley.
SALES CHALLENGER | TUESDAY, MAY 29, 2012
[Sales] Your Sales Process Starts Too Late
In today’s world of sales, by the time customers contact your reps, it’s a safe bet that it’s already too late for reps to have any influence over them or the outcome of the deal. The only certain thing reps have to look forward to at this point in the sale is getting hammered on price. But how? Microchip Technology, a U.S.
MARKETING ACTION | WEDNESDAY, JANUARY 28, 2015
[Sales] Sales Alignment: Put Theory Into Practice
“Sales alignment” began as an interesting concept. Theory: Develop a strategy across the entire sales and marketing funnel. Firstly, make sure representatives from both marketing and sales are present. Theory: Produce content across the sales and marketing cycle. For its critics, that’s all it remains. Or does it?
MARKETING ACTION | THURSDAY, MARCH 7, 2013
[Sales] Unpack Your Sales Funnel
Sales has come a long way from the Glengarry Glen Ross days of high pressure and aggressive tactics. Especially in the last five years, sales and marketing roles have shifted and this impacts the way the funnel breaks down as well. Sales is hard. There’s a lot of pressure on sales people to make their numbers.
SALES PROSPECTING PERSPECTIVES | MONDAY, FEBRUARY 9, 2015
[Sales] How AG's Sales Development Managers Motivate Reps in February [Part 1]
February is also a time when we need to keep our sales development reps extra motivated whether working from the office or at home during inclement weather. tried to think of what motivated me when I was an SDR, and decided to source some help from our awesome sales development managers. Jimmy Grieve - Incentives and Praise.
FEARLESS COMPETITOR | WEDNESDAY, OCTOBER 15, 2014
[Sales] To Protect Your Sales Margins, Nothing is Free
Jeff Ogden of Find New Customers , the nicest company in BtoB marketing today, has lots of sales experience, particularly in the software industry. This is also why companies who reject me for jobs – like Chief Sales and Marketing Officer – are just plain stupid. sales challenges sales leadership Sales Leads
IT'S ALL ABOUT REVENUE | THURSDAY, MARCH 29, 2012
[Sales] 3 Strategies Pro Golfers Could Teach Sales and Marketing
Turns out this 20/80 rule holds true for sales and marketing. Some organizations might see early success purely on the talent of their sales force or product. Below I highlight 3 sales and marketing strategies gleaned from competitive sport of golf. 1. Get Your Team in Order. They align their team. Keep Score. Want more?
INDUSTRIAL MARKETING TODAY | MONDAY, AUGUST 27, 2012
[Sales] Digital Marketing Can Increase Industrial Sales
Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales. In this world the celebrated “solution sales rep” can be more of an annoyance than an asset. Source: The End of Solution Sales, Harvard Business Review – HBR blog).
VIEWPOINT | WEDNESDAY, APRIL 1, 2015
[Sales] 2015 Horoscope for Sales Executives: from Danmac the Magnificent
You were feeling pretty good about work until the new SVP of Sales & Marketing announced that leads sourced by marketing have to be proactively accepted or rejected by sales; AND if you reject a lead you have to say why. Based on CSO Insights you can still beat most of the other sales reps out there with just a little effort.
FEARLESS COMPETITOR | SUNDAY, APRIL 22, 2012
[Sales] Want to Improve Profits Quickly? Reduce Sales Discounts
Reducing Sales Discounts delivers a major lift to the company’s profile and market valuation. Take a close look at Sales Discounts. If you are a CEO, CFO, investor or VP of Sales, this is important to you. Want to work on the sales team negotiation skills to address the discount issue? What do you think?
LEAD VIEWS | FRIDAY, MARCH 18, 2011
[Sales] Identify, Engage & Convert Your Web Traffic Into Qualified Sales Leads
Converting your web traffic into Qualified Sales Leads does not require a magic formula, but a good Marketing Automation Software , which helps you to track the anonymous enterprise visitors/leads to your website, understand the intent behind their visit and based on its findings qualifies them as a potential lead or not, for you. Does Sales.
SALES CHALLENGER | TUESDAY, APRIL 22, 2014
[Sales] 3 Sure Ways to Lose Top Sales Talent
Of course, sales organizations are no exception. Frequent employee exits limit sales organizations’ efforts to build next-level skills and capabilities in their salesforce, which is a bigger problem now than ever before as customers are getting smarter, more informed, and more demanding. So where do most of us go wrong?
YOUR SALES MANAGEMENT GURU | MONDAY, JULY 7, 2014
[Sales] Creativity for Sales Leaders
Creativity for Sales Leaders. One of the traits sales managers must have or develop is a mind that is creative. As a salesperson, sales leader, or manager you can build a better life by adding some spark to your thinking power. For first time sales managers is now available: [link]. Another example is J.R.R.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, FEBRUARY 18, 2015
[Sales] #ProspectingChat: Aligning Content and Sales with Brian Hansford
Over at AG Saleswork''s Twitter account , we''ll be discussing how to align sales and content marketing, with strategies for encouraging your reps to share content and strategies for creating content that will actually further the sale. Topic: Aligning Content and Sales. Sales Enablement Sales Strategy Content Marketing
SALES CHALLENGER | SUNDAY, JUNE 9, 2013
[Sales] 6 Characteristics of a Winning Sales Culture
In recent posts we discussed why the current sales culture, or climate , of sales organizations is inhibiting Challenger Selling rather than promoting the adoption of winning sales behaviors. So what does the right sales climate for Insight Selling look like? Stay tuned for our next blog post in this series.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, FEBRUARY 5, 2014
[Sales] Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters
AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. When you take a look at some of the statistics available, it seems like a no-brainer and a win-win situation to implement a telecommuting program for your sales organization. For Workers.
B2B MARKETING INSIDER | THURSDAY, SEPTEMBER 1, 2011
[Sales] The 8 Most Common Sales Mistakes
I often talk here about the need for better alignment between marketing and sales. It is because of this that I like to reach out to some of my friends in B2B Sales AND Marketing to provide their perspective. Additionally, my colleague in Inside Sales, Robert Krekstein contributed this post recently on Lead Nurturing.
INDUSTRIAL MARKETING TODAY | TUESDAY, MAY 22, 2012
[Sales] E-commerce: An Important Channel for Industrial Sales
I am seeing more and more manufacturers and industrial distributors using e-commerce as a sales channel for growth. However, I have noticed a growing trend among industrial companies using e-commerce as their primary sales channel. Annual Sales: $1.5+ billion with no outside sales force. MRO distributor W.W. igus® Inc.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, AUGUST 20, 2014
[Sales] B2B Sales Prospecting: Remember to Finish Listening!
AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. There’s a lot of truth to that idea, and never more so than when a buyer raises objections during the sales process. The Sales Dance: Four Steps to a Better Presentation Stephen R. Covey.
LOOPFUSE | FRIDAY, AUGUST 2, 2013
[Sales] 5 Ways to Reignite Cold Sales Leads
It happens to all of us. A hot new lead shows up, does all the right things, scores through the roof, we call and maybe even do a formal sales presentation then nothing. ” Read more about how to map your lead nurturing to your sales pipeline stages here. Just crickets… So what should you do to reignite the relationship?
ANNUITAS | TUESDAY, AUGUST 5, 2014
[Sales] Buyers Don’t Care About Your Sales Funnel
I read an article recently that discussed how content can “help push your prospects through the sales funnel.” However, if organizations are taking the very insular view of “pushing their buyer through the sales funnel” it would explain quite a bit about the lack of effectiveness. Pretty anemic!
SYNECORE | TUESDAY, APRIL 15, 2014
[Sales] Sales are Struggling! Who Needs Attention: My Website or My Sales Team?
Your website is far and away your organization’s most impactful sales tool and I’m here to tell you why. To begin with, ask yourself why you hired your sales team. If you answered “to generate more leads and sales,” you’re on the right track. Your Best Sales Rep. sales actionable website can be your greatest sales asset.
YOUR SALES MANAGEMENT GURU | MONDAY, APRIL 8, 2013
[Sales] Sales Leadership: Learning by Observing
know every year when I attend the National Speakers Association conference I pick up so many great ideas to build my professionalism. So what does this topic have to do with Sales Leadership? However during any sales call, the manager must be acutely aware of the 5 items listed above when observing their salesperson.
THE EFFECTIVE MARKETER | TUESDAY, JUNE 26, 2012
[Sales] How to Get Sales and Marketing on the Same Page
Internal struggles between sales and marketing are commonplace in organizations of all sizes. Sales and marketing can make beautiful music together in the form of more leads and sales! Tensions abound when sales and marketing leadership are locked in a battle of wills. This is a guest post by Brad Shorr. Work On It.
IT'S ALL ABOUT REVENUE | WEDNESDAY, AUGUST 8, 2012
[Sales] How to Hit Your Sales Target Every Time (The Ready, Aim, Fire Method)
At that point, I started thinking about how similar archery is to sales. There are three fundamental keys to hitting your sales target every time. When IDC did a study of B2B buyers , only 16% said sales people were highly prepared for an initial meeting. true sales pro never assumes anything, especially in a competitive market.
FEARLESS COMPETITOR | FRIDAY, JULY 27, 2012
[Sales] Review of the book Sales Growth: 5 Proven Strategies from the World’s Sales Leaders
It’s clear that the authors interviewed some of the best sales leaders out there today. The authors write “Like gifted athletes, sales stars are regarded as naturals, with innate talents that great managers can recognize…These myths stand in the way of change and improvement in sales management.
INDUSTRIAL MARKETING TODAY | TUESDAY, JANUARY 15, 2013
[Sales] Content Marketing Must Go Beyond Inbound Marketing in Industrial Sales
Content Marketing Inbound Marketing Sales Strategies Content Marketing Institute HubSpot Industrial Marketing Industrial salesThere is quite a bit of confusion among my industrial clients about the terms Inbound Marketing and Content Marketing. For many, the two are synonymous and it is just a [.]. This is only a content summary.
SALES PROSPECTING PERSPECTIVES | TUESDAY, JANUARY 27, 2015
[Sales] The 2 Not-So-Obvious Traits of Successful B2B Sales Development Reps
Out of curiosity, I asked a friend who works at the gym what the sales numbers look like this time of year since the fees are so low. While new sales are obviously very important for them focus on, she said that their corporate offices spend much of their time focused on what their "active membership" looks like. Only 8%!
IT'S ALL ABOUT REVENUE | SUNDAY, JUNE 2, 2013
[Sales] Do Sales and Marketing BFFs Have to Share Data? [CHART]
by Andrew Stanbridge | Tweet this One of the keys to driving revenue is alignment between sales and marketing. We refer to this as sales and marketing being Best Friends Forever (BFF). The same is true for sales and marketing, and the technologies used by each. Do Sales and Marketing BFFs Have to Share Data?
YOUR SALES MANAGEMENT GURU | MONDAY, AUGUST 18, 2014
[Sales] Sales Mgmt: don’t over complicate it….
Sales Leadership: Don’t over complicate it…. While I was observing a sales meeting at a client’s site, (they were following our template/agenda for the meeting) when the president who is active in this meeting brought up a topic that took them down the rat hole. When I said: you don’t show this to them during the sales process do you?
MARKETING INTERACTIONS | TUESDAY, JULY 16, 2013
[Sales] Hey Marketers: Sales Doesn't "Get" Your Content Strategy
When I saw the first bullet in the summary for this survey done in collaboration between Selling Power and Richardson I couldn't help but download the Content Marketing and Sales Effectiveness report. For, if nearly 50% of sales reps and 35% of sales managers don't understand the content strategy, there's a problem.
IT'S ALL ABOUT REVENUE | FRIDAY, MARCH 16, 2012
[Sales] 5 Fundamental Sales Lessons from March Madness History
But it turns out there are some big lessons for sales from some of the greatest moments in March Madness history. For sales teams to win deals, they need the same confidence. Aberdeen Research’s Peter Ostrow revealed in a webinar that “Best in Class” companies deploying sales intelligence tools saw a 28.4% Confidence. Curiosity.
REPUTATION TO REVENUE | MONDAY, OCTOBER 25, 2010
[Sales] Is sales enablement dead?
Sales Enablement is a huge topic in B2B these days. You can spend all day every day and still barely scratch the surface of all the dialogue, debate, and events exploring the "real" meaning of sales enablement, who is doing it well, what tools are most useful, and how social media will revolutionize the whole process. Well, I wonder.
YOUR SALES MANAGEMENT GURU | MONDAY, OCTOBER 22, 2012
[Sales] Sales Leadership: Nine Minutes on Monday
My speaking and sales leadership consulting practice causes me to work with many individuals that are experiencing situations of stress that include either learning to manage a sales team for the first time or their organizations are not performing at optimal levels. Ken’s latest book is : Leading High Performance Sales Teams!
IT'S ALL ABOUT REVENUE | MONDAY, APRIL 23, 2012
[Sales] 3 Reasons Why Sales and Marketing Don’t Agree on “Lead Generation”
Marketing says “tomato”, and sales says, “Give me more leads.” Having served on both sides, I have a unique understanding of what goes on inside the head of a marketer and inside the head of a sales rep (*shudder!*) Sales is measured on hitting a revenue target. Metrics. And therein lies the disconnect.
TYPE A COMMUNICATIONS | TUESDAY, JUNE 17, 2014
[Sales] 50 Statistics About B2B Sales and Marketing (Mis)Alignment
But if there’s one, at least in the business world, it’s how to fix the chasm between sales and marketing so companies quit bleeding leads (qualified or not) and customers. Well, actually it’s a change management problem, rather than just a sales and marketing alignment problem. 79% of marketing leads never convert into sales.
IT'S ALL ABOUT REVENUE | SATURDAY, NOVEMBER 2, 2013
[Sales] Is Sales Enablement a Two-Way Street? [CHART]
by Egan Cheung | Tweet this Marketers who focus on sales enablement processes, or provide tools to their sales teams that allow them to discover, profile, and engage their prospects, largely do so in the interest of giving their sales teams access to the information and materials they need to turn warm leads into cold hard cash. They
HUBSPOT | SATURDAY, FEBRUARY 28, 2015
[Sales] 15 Expert Tips on Accelerating Your Sales
This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. With a bit of luck, the lead flood gates open and you''re now tasked with scaling the sales process that got you this far. Here are 15 tips from the book that can help sales leaders ramp revenue in a hurry.
YOUR SALES MANAGEMENT GURU | MONDAY, AUGUST 12, 2013
[Sales] Managing A Sales Manager
Managing a Sales Manager . As a result of our one of my readers sending me an email comment regarding his personal situation, I have attached the sample of one our of a tools we have included in our “On Line Sales Manager Tool Kit ” www.AcumenManagement.com. . Sales Management Reporting . Sales Metrics.
SALES PROSPECTING PERSPECTIVES | TUESDAY, FEBRUARY 3, 2015
[Sales] 7 Techniques to Stay Optimistic During Your Sales Superbowl
B2B sales development reps and managers, if you want to feel proud for your team’s accomplishments at the end of the quarter, stay optimistic and keep cold calling. Sales development reps can move along in their day like a football player moves along on the field. Sales Motivation Optimism Handling Sales Objections B2B Sales Success
SALES INTELLIGENCE VIEW | MONDAY, NOVEMBER 28, 2011
[Sales] Top 12 Ways Sales Leverages the Internet
It’s near impossible to be effective in sales without the use of the internet these days. In the 2011 Sales Performance Study by CSO Insights, they researched how sales people were leveraging the internet to get their jobs done. The important task of sales research. Prospecting Sales 2.0 56% conduct webinars.
INDUSTRIAL MARKETING TODAY | THURSDAY, JUNE 14, 2012
[Sales] Inbound Marketing won’t Boost Short-term Sales for Industrial Companies
Irrespective of the size of the company, they all have one thing in common – they want to boost sales as quickly as possible. They don’t want to hear that, they want their phones to start ringing, RFQs coming in and their sales team involved in deep conversations within 30 days. It is a long journey.”. Do you use inbound marketing?
CONVERSIONATION | THURSDAY, JULY 21, 2011
[Sales] B2B: Involve Your Sales People in Social Media Marketing and CRM Now
In many B2B companies, especially those with a longer sales cycle (or buying cycle if you will), there is at least one division where employees meet customers and prospects without sitting behind their computers and campaign or CRM dashboards all the time: sales. Good sales people have always listened: do you listen to them?
B2B LEAD GENERATION BLOG | SUNDAY, MARCH 25, 2012
[Sales] How ECI Telecom Discovered the Surefire Sign that Sales and Marketing Are Aligned
Tweet If you’re among the roughly half of B2B companies that have strong alignment between your sales and marketing teams, then congratulations! They hammered out: A glossary to ensure everyone spoke the same sales and marketing language. The sales team had accepted none of them. Looked great on paper. Levy says.
SALES INTELLIGENCE VIEW | THURSDAY, JUNE 11, 2015
[Sales] Learn Why 2,000 B2B Leaders Agree That Sales-Marketing Alignment is a Hot Topic!
Marketing Sales forrester research forrester tips tricks forrester webinar laura ramos laura ramos webinar marketing tips tricks sales marketing alignment sales marketing collaboration sales marketing leadership sales marketing relationship sales tips tricks
YOUR SALES MANAGEMENT GURU | MONDAY, SEPTEMBER 22, 2014
[Sales] Sales Leadership: 5 Steps to Exceed 2015 Quota
Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Create annual sales contests. Begin to recruit. Is it competitive?
FEARLESS COMPETITOR | TUESDAY, FEBRUARY 22, 2011
[Sales] Forrester Confirms Continuing B2B Sales and Marketing Alignment Gap
But the fact is: Very few sales and marketing team get along well. Forrester’s latest research “ B2B Sales and Marketing Alignment Starts with the Customer ” confirms the dysfunctional and damaging gap that still exists between sales and marketing in the vast majority of B2B organisations. Everyone talks about it. Bob Apollo.
SALES CHALLENGER | TUESDAY, AUGUST 28, 2012
[Sales] Salesforce Chatter: Bringing Social to Sales
This is the fifth post in our series on sales organizations’ emerging use of social media as a channel for shaping demand.). The Buzz CRM Sales Technology Social MediaBy Miranda Weigler and Erin Frager. Anyone in a company that uses Salesforce is acquainted with ‘Chatter’, the social function enabled by the CRM software.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, NOVEMBER 6, 2013
[Sales] Why New Sales Hires Frequently Fail
Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Croner, Principal at Sales Drive, LLC. One of the most frustrating experiences for sales managers is hiring “hunter” salespeople who produce lackluster results in spite of their stellar interview performance. but they are also teachable.
THE ROI GUY | THURSDAY, MARCH 14, 2013
[Sales] Sales Enablement’s Dirty Big Secret
Attending the Forrester Sales Enablement Forum, one research metric was presented that just blew me away. According to Forrester, the average company spends more than $135,000 in sales support costs per year for EACH salesperson. That’s $135 large a year folks on the hidden cost of sales ! Not necessarily. Why Change? Why Now?
INDUSTRIAL MARKETING TODAY | FRIDAY, FEBRUARY 3, 2012
[Sales] Align Industrial Websites with Sales Process
If you want your industrial website to generate qualified leads and drive sales (Who doesn’t?), make sure the site is aligned with your sales process. Without this critical link, your newly redesigned industrial website may be nothing more than eye candy that does very little for your sales. Define your sales process in details.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, JANUARY 8, 2014
[Sales] 12 Tips for Building and Managing a Bigger Sales Pipeline
Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Most leads aren’t sales-ready: Whether you’re sending out campaigns or fielding inbound calls, as little as 15 percent of your leads are going to be both qualified and sales-ready. for you. You simply execute.
SALES PROSPECTING PERSPECTIVES | TUESDAY, AUGUST 5, 2014
[Sales] [Infographic] The Outsourced Inside Sales Teleprospecting Process
You decide to insource your inside sales team. You hire new inside sales reps, many just out of college. Your marketing team works on qualifying leads, but your sales team leaves many unqualified leads untouched. According to Marketo, 80% of leads generated by marketing are ignored by sales. You know what you need to do.
SALES PROSPECTING PERSPECTIVES | THURSDAY, MAY 16, 2013
[Sales] Sales Tips from Dwight Schrute
NBC.com put together a collection of Dwight’s top sales tips, which are, like Dwight, insane. I’ve selected a few of my favorites to tone down and translate into language the everyday sales rep could grasp. Pre-Sale. Not only did we make the sale, but there is now far less goat feces in our wheat.”. Get focused.”.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, JANUARY 22, 2014
[Sales] If Sales Technology is the Future, How Do We Keep B2B Sales Interactions Human?
Sales Prospecting Perspectives is pleased to bring you a guest post from Lauren Weatherall , Senior Marketing Manager at TinderBox. Especially when it comes to sales technology. The fact that sales professionals only spend 41% of their time actually selling. This is where sales automation technology comes into play.
SALES INTELLIGENCE VIEW | THURSDAY, SEPTEMBER 8, 2011
[Sales] 20 Awesome Sales Posts You Should Read
Often times salespeople fall into a rhythm where sales seem to come their way with nearly every call they make or potential client that comes their way. Here are 20 posts you should read from some of the best-known experts in sales. How to Write a Sales Territory Plan – Ron Snyder; Selling Power Blog. Prospecting Sales 2.0
YOUR SALES MANAGEMENT GURU | TUESDAY, SEPTEMBER 1, 2015
[Sales] Hire High Performance Sales Teams # 2
Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “ If you can find good people, they can always change the product/service. Selecting sales personnel is one of the biggest, if not THE biggest, challenge of any organization.
SALES PROSPECTING PERSPECTIVES | MONDAY, SEPTEMBER 8, 2014
[Sales] The Best Sales Prospecting Qualification Questions to Ask
When it comes to your sales scripts, you may be scratching your head, wondering what questions you should be asking potential customers on the first call. So here’s what I suggest for an exercise as you think about what sales prospecting qualification questions you want to ask. Will I scare prospects away asking too much too fast?
IT'S ALL ABOUT REVENUE | MONDAY, APRIL 16, 2012
[Sales] 6 Ways Marketing Can Help Generate Early Leads for Sales
What does sales want more,” he asked, “qualified leads or early leads?”. Research indicates that sales cycles are 22% longer over the past 5 years but 49% of companies are saying that their buying cycles are shorter. Clearly, buyers are far more educated and sales is excluded from much of the conversation. My answer: Both.
PUZZLE MARKETER | TUESDAY, JUNE 12, 2012
[Sales] Pinterest Drives Ecommerce Sales [Infographic]
According to a recent infographic and article by online store platform Shopify.com … Pinterest is now the 3rd most popular social network site in the world, and ecommerce stores can leverage its popularity to significantly increase traffic and sales. Are you using Pinterest to generate sales for your business?
SALESFUSION | MONDAY, FEBRUARY 16, 2015
[Sales] How Marketing Automation Changed My (Sales) Life
The post How Marketing Automation Changed My (Sales) Life appeared first on Salesfusion. Marketing Automation Sales and Marketing Sales Sales Pain Points
B2BMARKETINGSMARTS | WEDNESDAY, JANUARY 25, 2012
[Sales] B2B marketing and sales is still about people.
B2B marketing and sales is still about people. Lead Handling and Nurturing Sales and Marketing B2B Marketing SalesPaul Mosenson, President of NuSpark Marketing, is a very handy colleague to have. As a content aficionado, he frequently forwards valuable B2B marketing info that I might miss seeing otherwise. The 202 pages in [.]
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, MARCH 6, 2013
[Sales] When Sales Reps Attack
Few types of people can impact a teleprospecting reps day more positively than the sales rep(s) that they support. When you are creating opportunities via Outbounding, sales is your customer. Therefore, any teleprospecting rep worth their salt cares what their assigned sales reps think about them. Those that support them.
FEARLESS COMPETITOR | SUNDAY, MARCH 24, 2013
[Sales] Selling Power TV – Aligning Sales and Marketing featuring marketing expert Jeff Ogden
Jeff Ogden, TV Talk Show Host of Marketing Made Simple TV addresses the typical complaints that sales leaders have with marketing such as. not enough qualified sales leads. lack of collaboration between sales and marketing. Visit the website of his sales lead generation company , Find New Customers: www.findnewcustomers.com.
IT'S ALL ABOUT REVENUE | SATURDAY, DECEMBER 7, 2013
[Sales] Do You Have Zombies in Your Sales Pipeline?
They are, for all intensive and purposes, lost deals but the sales rep has usually forgotten to close them out or has kept them open in a vain attempt to resurrect the deal. So, how do we combat these “walking dead” in the sales and marketing pipeline? Do You Have Zombies in Your Sales Pipeline? Follow Mike on Twitter @RTMike.
BUYEROLOGY | SUNDAY, MAY 8, 2011
[Sales] Content Marketing and Sales Enablement Must Get Married
The raging waters of the sales and marketing alignment debate continues to make its’ way through the halls of corporate America. Marketing becoming the home for content strategy and sales enablement finding its’ home in sales. Image via Wikipedia. What’s going on?
SALES PROSPECTING PERSPECTIVES | TUESDAY, SEPTEMBER 23, 2014
[Sales] 3 Tips For Junior Inside Sales Reps To Command Sales Calls
I think it’s safe to say that nearly everyone in the sales game had humble beginnings. Some of you may have had the fake bravado on the outside when you started, but on the inside, like me, you were probably scared out of your mind. I’ve found that many sales reps I’ve trained over the years experience call reluctance.
VIEWPOINT | TUESDAY, OCTOBER 7, 2014
[Sales] Becoming a Sales Freak and Changing the World
Inside Sales I just finished reading "Think Like a Freak" by the authors of Freakonomics. Rather than talking about the chapter that is so obviously tied to selling – How to persuade people that don’t want to be persuaded – let’s talk about the connection to thinking like a freak.
FOLLOW THE LEAD | TUESDAY, AUGUST 13, 2013
[Sales] Sales Presentations: how to make a big impact?
Best Practices Sales and Marketing sales Sales presentation We all like to insert numbers when making a presentation, whether it is to a client, a prospect or someone internal in the company. Numbers provide factual evidence to any argument, and that is why everybody loves to include numbers in a presentation. Clean your graph.
B2B LEAD GENERATION BLOG | MONDAY, SEPTEMBER 23, 2013
[Sales] Lead Generation: How using science increased teleprospecting sales handoffs 304%
There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. Anyone who has worked in inside sales knows that sales professionals are always informally testing to learn what works and what doesn’t. How can we get the most sales handoffs with the least effort? Test #1.
SALES PROSPECTING PERSPECTIVES | THURSDAY, OCTOBER 31, 2013
[Sales] How Invested are Your Inside Sales Reps?
Over the summer, the AG team created a list of 50 traits an inside sales rep should have. Number 43 was that an inside sales rep should be invested. The main traits and skills that I feel an inside sales rep should have to be invested are: Devotion, Persistence, Active Listening. If they are not interested, GREAT! Find out why.
GREAT B2B MARKETING | MONDAY, FEBRUARY 23, 2015
[Sales] How to Beat Larger Competitors at B2B Marketing and Sales
One way we have been successful in helping smaller companies overcome industry behemoths is by carefully designing and executing an end-to-end marketing and sales process that achieves a high close rate and low cost per new customer. Competitors B2B Marketing Marketing and Sales This is equally true in smaller market segments.
B2B LEAD BLOG | MONDAY, AUGUST 17, 2015
[Sales] Real-life Example of the Use of Big Data in Sales
Want to know learn how top sales professionals are using data to strengthen their businesses? Mark Hunter, CEO of The Sales Hunter, helps companies (and their salespeople) close more sales without discounting prices. Marketing and Sales Alignment Marketing and Sales Funnel Big Data Marketing marketing and sales funnel
FEARLESS COMPETITOR | WEDNESDAY, MAY 4, 2011
[Sales] How to Prioritize Sales Leads Part 1 – Mac McConnell of Bluebird Strategies
More quality sales opportunities leads to more sales which leads to higher revenue and market share. Marketing automation like Eloqua, Marketo and Silverpop have empowered companies to drive many more sales opportunities in an automated manner. sales challenges sales funnel Sales Leads sales-ready leads
GREAT B2B MARKETING | WEDNESDAY, JUNE 18, 2014
[Sales] Sales and Marketing Plans Need to be Aligned
As a B2B marketing outsource provider, my team and I usually work very closely with the sales department at our client companies. The goal is to achieve effective alignment between what the marketing and sales teams are doing: driving to a common goal and reaching agreed-upon revenue targets. These are just two sales model examples.
SALES PROSPECTING PERSPECTIVES | THURSDAY, MARCH 28, 2013
[Sales] Sales Prospecting For Minutemen
Sales Prospecting Perspectives is pleased to bring you a post from Business Development Representative Kyle Smith. One of the first rules of prospecting (and sales in general) is to know the company/vertical you are calling into and what specific pains you can solve for your targeted contacts. This is the equivalent of product dumping.
MODERN B2B MARKETING | THURSDAY, MARCH 6, 2014
[Sales] When Sales “Intelligence” is Actually Sales Interruption
Author: Michael Berger There are many sales intelligence tools in the marketing automation space, all touting to help sales’ productivity by providing insight into buying behavior and helping sales to identify the hottest leads. In other words, they harm sales productivity. Marketing Automation Sales
TYPE A COMMUNICATIONS | TUESDAY, AUGUST 11, 2015
[Sales] How to Get Sales to Use Your Marketing Content
So why won’t the sales team use it? Marketing Marketing Sales Alignment SalesAugust 11, 2015 by Matt Sharrers Your marketing team spends time and money to produce quality content. The hard truth is often. read more.
SALES INTELLIGENCE VIEW | WEDNESDAY, MARCH 28, 2012
[Sales] 7 Ways Sales Intelligence Gives You Super Powers
Tom Meriam is the VP of Sales at Spear Marketing Group, a B2B Marketing Agency , and writer for his personal website: ROI Marketing Insights. Tom has spent over the last 15 years in the sales and executive levels. Now, before you start exposing your sales team to gamma rays and radioactive spiders, there’s another solution.
SALES PROSPECTING PERSPECTIVES | FRIDAY, APRIL 5, 2013
[Sales] How To Effectively Increase Your Sales Pipeline
When I was a rookie sales guy I was not much for business plans. We specialize in identifying and delivering high value sales opportunities to technology firms. I have learned over the years that having a well thought out plan to reaching any goal makes all the difference. Building a pipeline is no different. Failure is not an option.
MARKETING GENIUS BLOG | MONDAY, FEBRUARY 14, 2011
[Sales] Sales AND Marketing 2.0
One of the hardest things for us marketers to admit is that we all work in Sales. All those MBAs make us think we’re so smart that we sometimes lose sight of the simple fact that marketing is ALL about Sales. That’s why I’m so glad to see my friends Gerhard and Larrisa Gschwandtner over at the Sales 2.0 mean for marketing?
INDUSTRIAL MARKETING TODAY | WEDNESDAY, AUGUST 7, 2013
[Sales] Sabotaging Industrial Marketing Hurts Sales
Content Marketing Measurement & Tracking Sales Strategies Analytics industrial lead generation Industrial Marketing Industrial sales What is the real purpose of industrial marketing? One can come up with a list of at least half a dozen or more excellent goals. IMO, the single most important [.]. This is only a content summary.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, JULY 31, 2013
[Sales] Integrating Social Media Listening Into The Sales Process
Sales Prospecting Perspectives is pleased to bring you a guest post from Christine Rochelle , Integrated Marketing Manager at lotus823. Every sales professional understands that listening to your customer and building genuine relationships is the key to business development. Steps to Social Listening in the Sales Process.
BUYER INSIGHTS | FRIDAY, MAY 3, 2013
[Sales] New Perspectives On Sales Success – Research From RAIN Group
New methodologies are challenging old methodologies with increased levels of research and innovation among sales consulting and training organizations around the world. Tips for Sellers Challenger Sales Changes in Buying Rain Group Sales Methodologies Sales Process Solution Selling
B2B LEAD GENERATION BLOG | MONDAY, JANUARY 7, 2013
[Sales] Sales-Marketing Alignment: How consistent messaging helped ADP engage customers at a faster pace
Tweet Brian McGuire is one of those rare marketers who started in Sales and has held leadership roles in both Sales and Marketing. It has instilled in him a passion for viewing Marketing and Sales alignment from the customer’s perspective, as well as the consistent messaging that results from this unique view.
SALES PROSPECTING PERSPECTIVES | THURSDAY, AUGUST 21, 2014
[Sales] 5 Ways to Boost Inside Sales Training Reinforcement
With the release of AG Salesworks’ new guide The Inside Sales Manager’s Guide to Sales Team Training featuring Josiane Feigon of TeleSmart, AG has learned that training is not just about the event. For more advice, please download The Inside Sales Manager’s Guide to Sales Team Training. Training has to be fluid.
VIEWPOINT | TUESDAY, JANUARY 14, 2014
[Sales] How to Diagnose if Inbounditis is Killing Your Sales Pipeline
In fact, it makes the whole sales pipeline sick. The 3 major symptoms of inbounditis are: 1) deal sizes slowly decreasing as inbound leads increase, 2) high-performing reps avoiding inbound lead follow-up, and 3) the percent of sales accepted leads decrease while lead quotas increase. How can you cure inbounditis? By Dan McDade
MODERN B2B MARKETING | TUESDAY, OCTOBER 8, 2013
[Sales] Good Sales Teams Close Deals, Great Sales Teams Earn Trust
There are many important best practices in sales , but the formula for winning is simple: you earn trust. Here are the 3 pillars of trust that I challenge every AE on the Marketo sales team to live and breathe when speaking with prospective customers: 1) Get the person on the other end to LIKE you. Sales won’t cut it.
VIEWPOINT | TUESDAY, APRIL 28, 2015
[Sales] 3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them. Sales Process
B2B MARKETING INSIDER | SUNDAY, AUGUST 30, 2015
[Sales] Can Content Marketing Accelerate Sales Pipeline?
Can posting the right content for the right customer on the right channel at the right time really speed up a sale? When it’s put that way, that type of sales success sounds more like it’s driven by publishing instead of selling, right? thought only call-blitzing sales rep could make a sale close faster. Awareness.
IT'S ALL ABOUT REVENUE | THURSDAY, SEPTEMBER 4, 2014
[Sales] 7 Copywriting Formulas to Support Online Sales
For sales copy to grab a reader and compel them to buy, it must first get their attention, then gain their interest, and finally appeal to their emotions, all while simultaneously offering facts and stats. Getting it right is a delicate balance, but if you can nail it and create seductive sales copy your conversions will soar. So what?
SALES INTELLIGENCE VIEW | THURSDAY, MAY 1, 2014
[Sales] What’s This About Sales First? How Sales & Marketing Can Align To Better the Customer Experience
And without specific headcount to maintain a consistent customer experience, sales and marketing departments are expected to bridge the gap. Big surprise — if sales and marketing groups are not taking steps toward alignment, customer experience suffers. […].